Real Leaders Negotiate!: Gaining, Using, and Keeping the by Jeswald W. Salacuse

This e-book examines the primary function of negotiation in gaining, exercise, and protecting management inside of firms, huge and small, private and non-private. Its objective is to coach readers with a view to use negotiation to guide effectively.

For some distance too lengthy traditional knowledge has proposed that robust leaders refuse to barter, viewing negotiation as an indication of weakness.  top humans calls for air of secrecy, imaginative and prescient, and a commanding presence, now not the methods for making offers. for lots of executives, negotiation is a device to take advantage of outdoors the association to accommodate clients, providers, and collectors. contained in the association, it’s strictly “my manner or the highway.”

Salacuse explains that leaders can elevate their effectiveness through the use of negotiation in all the 3 stages of the management lifecycle: 1) management attainment, 2) management motion; and three) management renovation and loss. Drawing on adventure in wide array of settings, together with the author’s own

management positions, the e-book will research excessive profile management circumstances akin to the increase and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations via Warren Buffet to save lots of Salomon Brothers from extinction, and the winning efforts via the companions at Goldman Sachs to barter a brand new imaginative and prescient and course for that monetary giant.

Leaders and bosses should still decide up this ebook to profit how powerful negotiation is key to either gaining and exercise management and to overcoming threats to a leader’s position.